• Materialist Experiencers
– Prefer possessions and big brands for reassurance
– Make me look modern, knowledgeable, and
– Love new experiences because they help keep me
young and vital
– Young at heart and outgoing (15-45 years old)
• They Say “ Mobile phones are like clothes.
People make judgments about you by looking
at your mobile phone. If they see a phone,
they see the style ,not the features. I’ll change
this when it’s used by many people. So I want
to buy a new one.”
• Players Operating: Samsung, Nokia, iPhone, LG, Symphony, Micromax,
• Other players in the Bangladesh market include HTC, Blackberry, Smart,
Kingstar, Huwaei, G-Five, Octenn, Forme etc.
• Symphony , the market leader, is ahead of international players such as
Nokia and Samsung.
• The grey market which used to account for as much as 80% of total unit
shipments until a few years ago has now fallen below 20% in the country.
• Domestic players like Symphony Mobile, Smart Mobile, Maximus etc., have
done well. They compete with international players like Nokia and
• Aggressive pricing strategy, contemporary features and style, international
quality mobile phone models, and strong distribution network have made
Symphony the most preferred choice of Bangladeshi youth.
Competition Analysis (Symphony)
• Symphony’s unique offerings and first-mover advantage are the firm’s
distinct competitive edge. For instance, Symphony was the first to launch
branded dual-SIM handsets and country’s first QWERTY keyboard phone
• Symphony ’s high-end phone, the Xplorer W100 (Rs. 16,312), is loaded with a
host of advanced technologies, which are generally not seen in handsets of
the company’s international competitors.
• Symphony has customer care centers in all major districts of Bangladesh and
collection points in the smaller districts in order to ensure prompt and
reliable service to customers based in remote locations.
• These strengths won Symphony the hearts of the Bangladesh consumers and
catapulted Symphony to a leadership position vis-à-vis international giants.
• Innovation in features, pocket-friendly pricing (its Smartphone price ranges
from Rs.4203 to Rs. 16312), distribution and customer intimacy are the true
ingredients of success in a tough, economically challenging global business
• One more important factor to Symphony’s popularity is its communication
strategy. Despite being a low-priced phone, it always maintains premium and
youthful look and feel in its ATL communication.
Competition Analysis (Samsung)
• Samsung is the 3rd
in overall handset market and 2nd
in Smartphone market.
• It has its own Smasung Smartphone café shops in major cities and districts.
Moreover, Samsung is available most mobile phone outlets.
• It recently launched its latest Galaxy S4 in Bangladesh.
• Samsung very often communicates Easy Monthly Installment (EMI) Facility
for its smartphones and tablets through print media and POSM.
Competition Analysis (Nokia)
• Once a market leader, Nokia now holds the 2nd
overall phone market
• But it’s insignificant in Smartphone segment.
• It has its own Nokia Care centers apart from its availability in
almost all the mobile shops.
• It’s ATL communication is present in Print media and
Market Share (All Phones)
Total Market Share per Month
Average Sales Price
1,500,000 2,464,500,000 1,643
Market Share (All Phones)
• Market Share /Brand/ Month
Share in %
Symphony 495,000 33 1,300 643,500,000 26
Maximus 180,000 12 1,200 216,000,000 9
Nokia 120,000 8 4,200 504,000,000 20
Samsung 105,000 7 4,200 441,000,000 18
Rest of the
600,000 40 1,100 660,000,000 27
Total 1,500,000 100 2,464,000 100
Market Share (All Phones)
Market Share of Leading Players in Overall Mobile
Market Share (Smartphones)
• Feature phones dominated the market with a share of 96.9% of total
shipments of 4.3 million in Q1 CY’13.
Bangladesh Mobile Handsets Market: Q4 CY’12 Versus Q1 CY’13
Market Share (Smartphones) cont.
from last slide
• Quarter-on-quarter the market contracted by 6.5% in terms of overall
• But smartphones exhibited an extremely impressive growth of 222.2% in
the same time-frame.
• Feature phones, on the other hand, showed a declining trend
• This trend is definitely a big challenge for players like Nokia whose
smartphones portfolio is yet to show an impressive start
Bangladesh Smartphones Market
• The Bangladesh market saw a rise of smartphone shipments by 222.2%
during the period January-March 2013 over the October-December 2012,
taking the overall contribution of smartphones to 3.1% for the period.
• With the onset of 3G era, the smartphone market is sure to increase
% of population with internet and 3G access, Indonesia and Bangladesh, 2012
Source: GSMA Intelligence, AIISP Indonesia, BTRC Bangladesh
• Bangladesh has reached a remarkable internet penetration despite
negligible 3G use, with most people using the internet over a 2G
connection via feature phones or low-end smartphones.
• A strong latent demand for mobile internet access will accelerate via the
availability of 3G and the enhanced user experience gained through a
higher speed connection with lower latency.
• Smartphone use is growing
• People are switching from feature phones to smart phones
• Multinational brands such as Samsung and Sony Mobiles are introducing
high end smartphones and superphones in the Bangladesh market.
• Samsung and Sony has already introduced Galaxy S4 and Xperia Z
• However, this will not necessarily make these players attain leadership
positions in this space in the near future. They are more likely to continue
to serve the niche, premium smartphones segment like iPhone and HTC
• The growth of 222% in Q1 CY’13 clearly shows the propensity of the
Bangladesh customers adopting smartphones.
• To benefit from this growth, brands need to offer good ‘value for money’
smartphone ‘deals’ including applications adapted to local needs, bundled
with affordable data plans and an efficient after sales service across the
• The ability to offer an optimal mix of these elements is what makes
Symphony the market leader currently.
• Since local brands are doing well in Bangladesh, the market could be
served with handsets manufactured out of India at competitive price
points. This will create an additional market for Indian mobile handsets
and broaden supply chain options for Bangladesh handset vendors.
Data Usage Driving Smartphone Sales
• Still large potential to increase smartphone share as people have started
to use smartphones for purposes other than basic purpose of calling
• Smartphone usage of 50-130 MB per month Vs. 8 MB on feature phones
• 3G will surely increase data usage ,i.e., smartphones
Consumer Appeal & Emotional Hooks
• Target Segments want to stay ahead of the curve
• Smartphone itself pulls consumers
• Cutting-edge features & apps add additional differentiation and appeal
• Smartphone users are preparing to avail the 3G services. Smartphone is
not only a powerful device while on the go, but it’s also widely used as a
source for entertainment in home.